9 Preparation For A Pharma Sales Call

What you need to know before every pharma sales call you're about to make? To help you be better to prepare for making that call, just answer these 9 questions. Make them your Sales Checklist every time you think about calling on a prospect or customer.

Questions to prepare yourself for a pharma sales call

You can use these questions in your pharma sales call planning. If you have followed the steps to a successful sales call, then these questions can help you tighten up the bolt, figuratively speaking, in your sales call preparation.

Here they are:

1. How are their current practice and working environment like right now?

• What are they prescribing for your therapeutic portfolio?
• What problem exists?
• Any opportunity you can recognize?
• Any unmet medical needs?

2. Do you see an opportunity to work together with them?

3. What do you expect from your call today?

• What is your long term expectation?
• Are your objectives specific, result oriented and realistic?
• Did you record your objectives?

4. What message are you putting across?

• What are the key messages?
• Any visual aids you want to use?
• Any clinical reprints you need to reinforce your key messages?
• What else do you need to get the message across effectively?

5. How can you get prospects/customers time and attention?

• What can you say at the opening of the sales call, to pull their attention in?

6. What could be your roadblock or possible roadblock?

• What has stopped them in the past?
• What's stopping them now?
• What could possibly stop them later?

7. What question can you ask to qualify them?

• What can you ask to manage their perception?
• What can you ask to bring their attention away from roadblock to your key message?

8. What could you ask differently to move towards commitment?

9. What did you learn from the call?

• What did you get from the environment and support staffs?
• Was it helpful?
• Did you see something palpable?
• Did you have to make an assumption?
• What else do you need to know to make better sales call?

Can you see how these 9 questions help you prepare for a pharma sales call? You can turn them into a checklist to measure your call preparation, and this can be your most potent sales call planning tool.